New Home Sales Training: You Are Not the Buyer's Buddy

If you are a new home salesperson you are not a buyers agent, so don’t take on the role of one. The moment you negotiate for the buyer, you switch from seller’s representative to buyer’s buddy – and that puts you on the other side of the negotiating table. You present offers from the buyer, but you don’t negotiate terms with the builder and try to persuade him or her to accept them. It’s a fine line that is easily crossed. Just remember, you negotiate for the builder…not with the builder.

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